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Senior Director, Account Management-Pharmacy Benefit Management

2 months ago

Selma, United States RxBenefits Full time
Senior Director, Account Management (Pharmacy Benefit Management)

The Senior Director, Account Management must identify, prioritize, and execute upon opportunities to deepen and broaden relationships with customers and potential customers to increase RxBenefits share and footprint. S/he must enhance RxBenefits ability to develop deeper relationships at higher levels within the organization and utilize those relationships to drive additional revenue. S/he must also partner effectively with the Business Development and Operations team to ensure a consistent, cohesive experience for RxBenefits customers. The role will provide leadership and direction to a large team of Directors of Account Management, Managers of Account Management, Managers of Strategic Account Executives, Strategic Account Executives and Account Managers. Extensive travel is required.

Essential Job Responsibilities Include:
  • Execute the key strategic priorities within Account Management to deliver key growth and retention initiatives.
  • Maintain a retention rate of 94% on the existing book by effectively managing At Risk Clients, and nurturing relationships with employee benefit consultants and clients.
  • Support our business development efforts by attending key finalist presentations to increase close rate.
  • Conduct meetings with employee benefit consulting firms and their clients to discuss BOB utilization, market updates, obstacles, and dynamics.
  • Gain agreement on the key performance indicator to measure success, evaluate year-to-date performance against established metrics and implement adjustments to ensure success.
  • Collaborate amongst peers to evolve and support a robust client retention framework (Customer Framework) that focuses on building strong broker and client relationships, drives consistency on how we service and deliver our value proposition, and ensure the team is utilizing a client playbook to proactively utilize custom solutions to meet our broker and client’s unique needs.
  • Work collaboratively with all departments to develop, implement and execute on the Customer Service framework.
  • Leverage the Framework to create a structured nurturing process for all At Risk Clients that includes new processes and procedures, technology changes, and leverages the playbook to make strategic trade-offs when necessary.
  • Work with Learning and Development to ensure the Account Management team has a clear understanding of the new framework, new processes and procedures, and new technology if applicable.
  • Cultivate and role model a culture of Trusted Advisors for EBCs and Clients utilizing concepts from Clients for Life and other Account Management frameworks.
  • Attract, develop, engage, and retain a deep bench of high-performing leaders/advisors and define new roles as needed to support the evolution.
  • Partner with HR to Develop Scorecards for the Director of Account Management, Manager of Strategic Account Executives and the Manager of Account Management with a focus on Strategy, Financial, Execution and Talent/Leadership.
  • Assess Talent to ensure there are “A” players in your Director and Manager roles, develop “B” players, and exit “C” players. Attract and hire “A” players in all open roles.
  • Make tough people decisions where necessary and face conflict head-on to develop a best-in-class account management team. Retain strong performers during this process.
  • Create a culture of accountability by applying and inspecting for the execution of the roles and responsibilities of your team members.
  • Meet with each of your direct reports weekly to review progress against goals and provide day-to-day feedback and coaching to maintain engagement & commitment and ensure achievement of key outcomes and support for professional growth.
  • Conduct skip level meetings with the members of your direct reports’ teams on a quarterly basis.
  • Work closely with Leadership Development and AM Operations to execute on a sales force training plan focused on developing and reinforcing critical competencies.
  • Be a seasoned, passionate, and highly engaged change agent. Cultivate and role-model aspirational performance-oriented culture.
  • Effectively role model the commitment and behaviors needed to meet the Company’s aggressive growth and retention goals.
  • Be exceptionally open and proactive in addressing problems as they arise; bring solutions, not just problems, to the leadership team, and present clear recommendations, ensuring “no surprises”.
  • Actively engage and support interdepartmental key initiatives.
  • All other duties as assigned
Required Skills / Experience:
  • Bachelor’s degree required
  • 10+ years of experience in a Sales or Account Management role working with employee benefit consultants for a fast-growing PBM, health plan or consulting firm
  • 6+ year of leadership/management experience overseeing a large team
  • Demonstrate the ability to create trusted relationships with key partnerships that take a long-term view of business opportunities
  • Proactively create opportunities to work across both internal and external boundaries to develop innovative solutions to meet our Employee Benefits Consultant needs.
  • Proven success in building strategic business plans
  • Developed innovative solutions to meet Employee Benefits Consultant needs.
  • Strong planning and analytical skills; proven ability to apply these skills with skillful business acumen to complex situations with competing priorities
  • Highly collaborative team player with the ability to work effectively across all departments to build successful relationships with various stakeholders.
  • Experience successfully interacting, presenting to, and influencing senior leadership.
  • Possess the self-confidence to operate in a direct environment, speaking up and providing opinions grounded in logic (i.e. relishes productive debate), while remaining humble and taking direction well.